Gong on Gong: Running your revenue org as a CRO

As a CRO, I’m directly accountable for Gong’s revenue performance, and so it helps me to have a 360° view into the inner workings of our entire revenue organization.

In the past, the challenge was that there was more to consume than hours in the day to consume it. Hours of calls, pages of reports, dozens of ad-hoc questions and requests—it was as challenging to allocate my time intelligently as it was to respond to urgent trends.

Gong makes this infinitely simpler. From the highest-level views of my whole revenue organization to the most granular views of individual deal progress and rep performance, the insights I need are never more than a few clicks away.

I rely on Gong to make my life as a CRO simpler and more effective. I believe every CRO would experience the same performance boost with the insights Gong has to offer. In this article, I cover my daily workflow with Gong, so that revenue leaders everywhere can get as much value from the platform as I do.

The first thing I do every day is log into the platform and review the info on my Homepage. I can see interactions where I’ve been tagged—team members calling out good and bad examples of sales skills, like handling objections, building rapport, and identifying key metrics. I can easily pick the interactions that feel most urgent and respond to them to engage with my team.

Then, in the Ask Anything section, I can type in any question I have related to an account, and opportunity, or an individual sales meeting, and Gong will analyze all my data to generate an answer. Maybe I’m worried about a strategic deal closing this quarter; I can ask, “What is the likelihood this deal will close in Q1?” And then perhaps follow up with, “What can the rep do to ensure it closeds?”

The Homepage is a high-level view of the entire revenue organization, my primary way of keeping a finger on its pulse, celebrating wins, and addressing weaknesses.

Gong’s Deal Board is where I can organize and zero in on all our active deals. I can organize our deals by whatever sales methodology I want—Gong happens to use MEDDICC—and in doing so, get a clear idea of deal progress and the likelihood of it closing. Once I’ve chosen a sales methodology, Gong automatically assesses each deal according to it and assigns scores to deals based on how thoroughly they’ve completed each facet of MEDDICC.

I’ve also created a tab for “Must Win” deals, the anchor deals for our quarter. All of this helps me forecast more accurately, spend my scarce time more intelligently, and have as positive an impact as possible on my revenue organization.

In the Forecasting tab, I can see how the organization is trending for the quarter. Gong automatically provides assessments of:

Here, I can also see forecasts by team, and I can dive into each team to see forecasts by rep—how they’re performing so far, their likelihood of hitting their target (based on deal likelihood scores from the Deal Board), and what they’re doing each day to advance their deals.

In the Insights tab, Gong automatically brings up topics that need my attention. This includes insights on particular deals (e.g., important deals where there’s been little recent activity) and on particular reps (e.g., sections of MEDDICC where particular reps tend to struggle). Gong’s Insights give me granular, targeted data I can use to coach my team more effectively, intervene in deals where necessary, and improve revenue outcomes.

Gong’s Trackers feature tracks certain terms that are important to us—names of competitors, specific business goals, internal messaging—and correlates mention of those terms with win/loss trends. So, if I want to get a sense of how often we win when prospects mention certain competitors, I can dive into that Tracker and get a quick view. This makes it easy for me to understand win/loss trends through the most relevant lenses.

In short: Gong makes it easier for me to see exactly what I need to see, when I need to see it. It surfaces insights that only an AI-powered platform equipped with my sales methodology, team composition, and business goals can find. It’s an invaluable competitive edge, and any CRO trying to analyze their revenue organization without it faces a steep uphill battle.
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